YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me. It was all about people and management skills. You either have them or you don't! Kendra had them and Tana, sad to say, didn't.The shenanigans you watched during the "Apprentice" show... Read More
How high is your sales trust factor?Is it higher than the sales trust factor of your competition?It should be, if you want to increase your success in sales.Your trust factor represents the level of trust that buyers have in you as a seller. In the buy/sell relationship, perception is the... Read More
I recall a heated discussion with a sales director some time ago where I proposed that the long-term effect of setting activity targets for salespeople would eventually lead to failure. He vehemently made the point that he had systematically imposed activity targets on his sales force and that the result... Read More
Increasing Sales by using Coupons. Will it help your business? Well, the Promotional Marketing Association's (PMA) "Coupon Council" shows that 3.8 Billion coupons were redeemed in 2003. Consumers saved over 3 billion dollars. 79% of American's used coupons last year. There are many Coupon Franchises out there with quite a... Read More
Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon... Read More
Performance and behaviour management is by far the most difficult aspect of any manager's job and the reluctance to 'grasp the nettle' when performance or behaviour issues emerge is certainly a concern in many organisations. But at the end of the day that is what managers are paid to do... Read More
Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or... Read More
Recently, I was asked to spend some time on the telephone, coaching a client's administrative assistant on how to check out an employment candidate's references. After each in-person or telephone conference, I complete a brief written report going over the information discussed. The information that I gave this worker was... Read More
"We're in the relationship business?...airplanes are what we use to provide a service." remarked Colleen Barrett, President and COO Southwest Airlines remarked,Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you're on a deserted island,... Read More
For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type-on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few... Read More
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When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
Be clear about where you are now. Audit your strengths... Read More
A number of sales "Gurus" have promoted the theory that... Read More
Many people today simply prefer the convenience of paying by... Read More
We all agree one of the most important parts of... Read More
Your sales are down and leads are rare. The phone's... Read More
How well do you know your community? As business owners... Read More
This is a quandary not unlike the chicken or the... Read More
Recently, I was asked to spend some time on the... Read More
How you prioritize your sales territory management activities depends upon... Read More
What are you and your company's services and products worth... Read More
As you are reading this sales article, read very carefully.... Read More
You've probably heard of focus groups. It's a tool that... Read More
If your letter writing and phone calls have all failed... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
Targeting is the process of selecting high potential customer accounts... Read More
I recall a heated discussion with a sales director some... Read More
Are you involved in projects that seem to go nowhere... Read More
Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More
Money is the only thing that motivates a salesperson, right?... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
In 2000 a computer distributor hired me to help them... Read More
Business executives and sales managers frequently bemoan "80/20" performance on... Read More
Compounding the problem are two myths regarding measures of competency... Read More
Everybody thinks that the businesses will slow down a bit... Read More
Is lack of sales results, more sales training costs, months... Read More
Good sales people can close, but few "step up" for... Read More
Does the competition drive you crazy? Are they relentless about... Read More
Here's the scene. You're at the trade show, having a... Read More
The American Business Journals produces a Book of Lists each... Read More
I just got off the phone with Susan. She is... Read More
The best way to get a new customer is to... Read More
How you prioritize your sales territory management activities depends upon... Read More
While heading home at day's end, you begin reflecting on... Read More
"(Howard) Hughes never learned how to convert his knowledge to... Read More
As a previous owner of a Franchise I know the... Read More
The best way to get a new customer is to... Read More
There are four primary activities that successful salespeople engage in... Read More
Seminars and events have always been implemented as a holistic... Read More
We all agree one of the most important parts of... Read More
One of the major issues that arises in managing a... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
Design and Implementation of a new Sales & Marketing campaign... Read More
Sales forecasting is the process of organizing and analysing information... Read More
Recently I stumbled across some notes that I had kept... Read More
I don't even like saying the word d---------g. I have... Read More
Your sales are down and leads are rare. The phone's... Read More
Things to watch out for when selling your product in... Read More
You're a small company with a good product. You are... Read More
Business development is important for every business and refers to... Read More
In the 30-plus years I spent working in advertising and... Read More
The objective of an incentive is to incite action within... Read More
Last week I got a call from Jose, who was... Read More
That we live in a time of relentless and pervasive... Read More
In 2000 a computer distributor hired me to help them... Read More
Here's the Scenario...You're at a trade show. Out of town.... Read More
About 2 years ago, I participated in a training program... Read More
Help your organization grow by assessing the right indicators in... Read More
Your ability to write an effective and persuasive business proposal... Read More
You've heard this before: There were four people named Everybody,... Read More
How well do you know your community? As business owners... Read More
As spring moves to summer, the forecast should be for... Read More
Be clear about where you are now. Audit your strengths... Read More
One of the most asked questions I get is how... Read More
Bill Borders stepped up onto the podium. He had just... Read More
Sales Management |